Question

Topic: Strategy

Best Way To Push Home Consultations?

Posted by Anonymous on 7/7/2007 at 11:53 AM ET 25 Points
Hello everyone. We are a high-end lighting showroom with 2 locations and over 30 years experience in the field. We specialize, besides the retail aspect, in home consultations free of charge to our customers. This makes us unique and helpful to high-end clients that wan't the benefit of a real lighting designer entering their home. After careful consideration we have determined that home consultations are the most profitable ways to close big big sales and thus we want to start pushing more of them. Throughout the store we have 10x12" pop displays with signage for free consultations as well as by the main desk of the store. Our staff continuously reminds clients that they are availalbe for consultations at home if "you need some help measuring or suggestions". What can we do to increase people 'bitting' at the chance for consults?
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RESPONSES

  • Posted by CarolBlaha on 7/7/2007 at 12:24 PM Accepted
    instead of saying "if you need help", do an assumptive close on the appointment.

    Tell the prospect, "I can come to measure on Tuesday".

    Make sure your clients know its all about "whats in it for me". You will verify measures, verify the area will support the fixture, verify the amount of light in the fixture will actually light the area appropriately (do they want to read there or just create ambiance?", etc. You are not just selling a fixture, but by taking it into a consultative sell, assure the client will not just be happy with the design, but performance in every way.

    I would not use the phrase "make suggestions". Be stronger and more precise. Make suggestions to a client means sell them more than they need. Of course, while they're there, they will.

    Carol
    Sell Well and Prosper tm
  • Posted by Frank Hurtte on 7/7/2007 at 12:53 PM Member
    I have a number of clients who face the same issue. One of the issues you face is that a lot of "consultants" are actually sales barracudas in disguise. Here are a couple of suggestions that have worked in other areas:
    1) Have the consultants do a lighting design class. This builds a repore that breaks down the barrier between customer and client.
    2) Sell the consultants time. Sounds funny but I would donate $200 dollar certificates for lighting design to every charity silent auction, builders show, and other locations. People buy these for a reduced price, then invite your consultants into their home.
    3) Charge for the consultants time with a fee waver for purchasing at your showroom.

    If you would like to discuss these, I would love to share my experiences - and pick your brain on your operation.

    Frank Hurtte
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